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Estd 4.22.2023
Based on our saas pricing book, Price to Scale, there isn’t a one‐size‐fits-all answer – it really depends on your product, target market, and sales process. Here are some key takeaways from our book:
• There are multiple approaches: You can opt to publish your pricing and packaging in full, share a starting point or summary, or simply use “Contact Us” for complex enterprise plans. Each option has benefits based on how much standardization versus customization your product or service requires.
• For high-end, enterprise pricing, many companies choose to keep details under “Contact Us.” This allows you to tailor solutions and pricing to each customer’s unique needs without locking you into rigid public price points that might not capture maximum value. It also helps your sales team to qualify leads and communicate additional value—a strategy we discuss in our case studies.
• On the other hand, if you can design a pricing model that is transparent even at the upper end of the market, there’s merit in publishing as much as possible. This can build trust and reduce friction for potential customers. However, be mindful that with truly enterprise solutions, complexity often calls for a more consultative sales process.
In summary, our book recommends that if your enterprise pricing is truly custom or involves significant negotiation and value demonstration, it’s usually best to steer customers toward the “Contact Us” approach. This ensures you’re not forced into one-size-fits-all pricing at a point where personalization is key to maximizing revenue.